The Anti-Sales Sale: Why Asking for Advice Became My Secret Weapon
I'm not afraid of selling.
After building SchneiderB Media over the past decade, more directly over the last three years, I've had a lot of sales conversations. I've pitched services, negotiated contracts, and closed deals. I'm comfortable talking about pricing, value propositions, and ROI.
But here's what I discovered: The most successful sales conversations I have don't feel like selling at all.
They feel like research.
The Reframe That Changed Everything
Early in my entrepreneurial journey, I noticed a pattern. My best client relationships started not with me pitching my services, but with me genuinely trying to understand their challenges.
And something interesting happened: When you ask for advice, people sell themselves.
Why This Works for Former Educators
1. It's authentic to who we are
As educators, we're naturally curious. We ask questions, listen, and help people figure things out. This isn't a sales tactic—it's just teaching in a different context.
2. It flips the power dynamic
Instead of being the vendor seeking business, you become the expert seeking insights. You're positioning yourself as someone building something valuable.
3. People love giving advice
When you genuinely seek their input, you're not interrupting their day—you're making it better.
My Framework
The Setup: "I'm working on something and could really use your perspective..."
The Core Question: "What's the biggest challenge you're facing with [relevant topic]?"
The Follow-Up: "What would an ideal solution look like from your perspective?"
The Bridge: "That's exactly the kind of problem I'm trying to solve. Would you be interested in hearing how I'm approaching it?"
Notice what's happening here. I'm not pitching. I'm simply sharing a solution to a problem they just told me they have.
The Bottom Line
People want to buy from former educators because we understand schools from the inside. But that only matters if they believe we understand their specific situation.
The fastest way to demonstrate understanding isn't to tell them what they need—it's to ask them what they think they need.
Your next client conversation shouldn't begin with your elevator pitch. It should start with genuine curiosity about their world.
When you finally do present your solution, it won't feel like selling at all. It'll feel like teaching. Which is exactly what it should be.